OBJECTIVES

Dupont Circle Solutions (DCS) was hired by a private equity backed SaaS company in the public affairs space to lead the systems integration plan through the acquisition of a competitor. Over a six month time period, DCS lead the strategic planning, design, and overall integration of the two 150+ FTE companies’ systems. Both organizations had established systems across multiple business functions, including: Marketing, Sales, Customer Success, Finance, and Support.

APPROACH

The DCS team lead:

• Discovery & Design: Gaining and understanding the current processes and systems landscape of each cross-functional team.
• Unified SFDC System Build Out: Building out a system design plan for lead-to-cash, including Salesforce instance that needed a full CPQ audit and rebuild to include both companies’ full price books and rules, as well as the ability to accommodate a new motion for cross-selling customers.
• Data Migration & Transformation: Spearheading the complex process of combining data from the two organizations, which include a significant amount of customer/target account overlap.
• Reporting: Building out new reports and dashboards for multiple executive stakeholders that increased the accuracy of combined operations and forecasting.
• Training & Support Documentation: Building comprehensive documentation to ensure the merged entity’s team could understand and navigate the new systems seamlessly.

BENEFITS

1. One combined Salesforce system with historical data included for both companies.
2. New reporting and forecasting, including a new CPQ to streamline pricing & onboard Sales rep.
3. New scalable framework to support future mergers and acquisitions.